Moderator
Abhijit Gadkari, Novartis, East Hanover, NJ, United States
Speakers
David Bruhn, MBA, PharmD, Otsuka, San Diego, CA, United States; Grace E Fox, OPEN Health, New York, NY, United States; Haijun Tian, PhD, Eli Lilly, Chatham, NJ, United States; Min Yang, MS, PhD, MD, Analysis Group, Boston, MA, United States
Purpose: To explore strategies for influencing without authority in Health Economics and Outcomes Research (HEOR), to highlight the critical role of professional networks, and to provide tips to strengthen skills that will enable HEOR professionals to drive impact across various organizations and beyond.
Description: HEOR individual contributors have the ability to shape perceptions and guide behaviors that are essential for advancing evidence-based decisions. Influencing without authority begins by leveraging networks to build coalitions and align stakeholders around shared goals. Professional success also requires negotiation and persuasion skills to shift perspectives and secure commitment to new ways of thinking. Communicating the value of HEOR in clear and compelling terms, while speaking the language of business, ensures findings resonate with senior leaders and align with organizational priorities. Finally, adaptability allows professionals to remain effective in an environment of constant change, characterized by evolving markets, shifting policies, and competing demands. The new winning combination for HEOR professionals is deep technical expertise paired with a flexible, adaptive mindset that embraces change and drives impact.
This session will begin with an introduction to the concept of influencing without authority in HEOR (10 minutes, Abhijit). This will be followed by building and utilizing professional networks to extend reach and credibility (10 minutes, David). Strategies for applying negotiation and sales skills to change perceptions and behaviors will then be reviewed (10 minutes, Grace). Insights on mapping stakeholders and tailoring influence strategies to different roles including Medical, Access, and Commercial will follow (10 minutes, Haijun). The session will conclude with demonstrating adaptability to remain impactful in dynamic contexts (10 minutes, Min). Then questions to the panel, an audience Q&A, summary, and conclusion of the panel will follow (10 minutes, Abhijit).
Topic
Organizational Practices